1. © 2007 Pearson Education 13-1 Chapter 14 Sourcing Decisions in a Supply Chain Supply Chain Management (3rd Edition)

2. © 2007 Pearson Education 13-2 Outline uThe Role of Sourcing in a Supply Chain uSupplier Scoring and Assessment uSupplier Selection and Contracts uDesign Collaboration uThe Procurement Process uSourcing Planning and Analysis uMaking Sourcing Decisions in Practice uSummary of Learning Objectives

3. © 2007 Pearson Education 13-3 The Role of Sourcing in a Supply Chain uSourcing is the set of business processes required to purchase goods and services uSourcing processes include: –Supplier scoring and assessment –Supplier selection and contract negotiation –Design collaboration –Procurement –Sourcing planning and analysis

4. © 2007 Pearson Education 13-4 Benefits of Effective Sourcing Decisions uBetter economies of scale can be achieved if orders are aggregated uMore efficient procurement transactions can significantly reduce the overall cost of purchasing uDesign collaboration can result in products that are easier to manufacture and distribute, resulting in lower overall costs uGood procurement processes can facilitate coordination with suppliers uAppropriate supplier contracts can allow for the sharing of risk uFirms can achieve a lower purchase price by increasing competition through the use of auctions

5. © 2007 Pearson Education 13-5 Supplier Scoring and Assessment uSupplier performance should be compared on the basis of the supplier’s impact on total cost uThere are several other factors besides purchase price that influence total cost

6. © 2007 Pearson Education 13-6 Supplier Assessment Factors uReplenishment Lead Time uOn-Time Performance uSupply Flexibility uDelivery Frequency / Minimum Lot Size uSupply Quality uInbound Transportation Cost uPricing Terms uInformation Coordination Capability uDesign Collaboration Capability uExchange Rates, Taxes, Duties uSupplier Viability

7. © 2007 Pearson Education 13-7 Supplier Selection- Auctions and Negotiations uSupplier selection can be performed through competitive bids, reverse auctions, and direct negotiations uSupplier evaluation is based on total cost of using a supplier uAuctions: –Sealed-bid first-price auctions –English auctions –Dutch auctions –Second-price (Vickery) auctions

8. © 2007 Pearson Education 13-8 Contracts and Supply Chain Performance uContracts for Product Availability and Supply Chain Profits –Buyback Contracts –Revenue-Sharing Contracts –Quantity Flexibility Contracts uContracts to Coordinate Supply Chain Costs uContracts to Increase Agent Effort uContracts to Induce Performance Improvement

9. © 2007 Pearson Education 13-9 Contracts for Product Availability and Supply Chain Profits uMany shortcomings in supply chain performance occur because the buyer and supplier are separate organizations and each tries to optimize its own profit uTotal supply chain profits might therefore be lower than if the supply chain coordinated actions to have a common objective of maximizing total supply chain profits uRecall Chapter 10: double marginalization results in suboptimal order quantity uAn approach to dealing with this problem is to design a contract that encourages a buyer to purchase more and increase the level of product availability uThe supplier must share in some of the buyer’s demand uncertainty, however

10. © 2007 Pearson Education 13-10 Contracts for Product Availability and Supply Chain Profits: Buyback Contracts uAllows a retailer to return unsold inventory up to a specified amount at an agreed upon price uIncreases the optimal order quantity for the retailer, resulting in higher product availability and higher profits for both the retailer and the supplier uMost effective for products with low variable cost, such as music, software, books, magazines, and newspapers uDownside is that buyback contract results in surplus inventory that must be disposed of, which increases supply chain costs uCan also increase information distortion through the supply chain because the supply chain reacts to retail orders, not actual customer demand

11. © 2007 Pearson Education 13-11 Contracts for Product Availability and Supply Chain Profits: Revenue Sharing Contracts uThe buyer pays a minimal amount for each unit purchased from the supplier but shares a fraction of the revenue for each unit sold uDecreases the cost per unit charged to the retailer, which effectively decreases the cost of overstocking uCan result in supply chain information distortion, however, just as in the case of buyback contracts

12. © 2007 Pearson Education 13-12 Contracts for Product Availability and Supply Chain Profits: Quantity Flexibility Contracts uAllows the buyer to modify the order (within limits) as demand visibility increases closer to the point of sale uBetter matching of supply and demand uIncreased overall supply chain profits if the supplier has flexible capacity uLower levels of information distortion than either buyback contracts or revenue sharing contracts

13. © 2007 Pearson Education 13-13 Contracts to Coordinate Supply Chain Costs uDifferences in costs at the buyer and supplier can lead to decisions that increase total supply chain costs uExample: Replenishment order size placed by the buyer. The buyer’s EOQ does not take into account the supplier’s costs. uA quantity discount contract may encourage the buyer to purchase a larger quantity (which would be lower costs for the supplier), which would result in lower total supply chain costs uQuantity discounts lead to information distortion because of order batching

14. © 2007 Pearson Education 13-14 Contracts to Increase Agent Effort uThere are many instances in a supply chain where an agent acts on the behalf of a principal and the agent’s actions affect the reward for the principal uExample: A car dealer who sells the cars of a manufacturer, as well as those of other manufacturers uExamples of contracts to increase agent effort include two-part tariffs and threshold contracts uThreshold contracts increase information distortion, however

15. © 2007 Pearson Education 13-15 Contracts to Induce Performance Improvement uA buyer may want performance improvement from a supplier who otherwise would have little incentive to do so uA shared savings contract provides the supplier with a fraction of the savings that result from the performance improvement uParticularly effective where the benefit from improvement accrues primarily to the buyer, but where the effort for the improvement comes primarily from the supplier

16. © 2007 Pearson Education 13-16 Design Collaboration u50-70 percent of spending at a manufacturer is through procurement u80 percent of the cost of a purchased part is fixed in the design phase uDesign collaboration with suppliers can result in reduced cost, improved quality, and decreased time to market uImportant to employ design for logistics, design for manufacturability uManufacturers must become effective design coordinators throughout the supply chain

17. © 2007 Pearson Education 13-17 The Procurement Process uThe process in which the supplier sends product in response to orders placed by the buyer uGoal is to enable orders to be placed and delivered on schedule at the lowest possible overall cost uTwo main categories of purchased goods: –Direct materials: components used to make finished goods –Indirect materials: goods used to support the operations of a firm –Differences between direct and indirect materials listed in Table 13.2 uFocus for direct materials should be on improving coordination and visibility with supplier uFocus for indirect materials should be on decreasing the transaction cost for each order uProcurement for both should consolidate orders where possible to take advantage of economies of scale and quantity discounts

18. © 2007 Pearson Education 13-18 Product Categorization by Value and Criticality (Figure 14.2) Critical ItemsStrategic Items General Items Bulk Purchase Items Low High Value/Cost Criticality

19. © 2007 Pearson Education 13-19 Sourcing Planning and Analysis uA firm should periodically analyze its procurement spending and supplier performance and use this analysis as an input for future sourcing decisions uProcurement spending should be analyzed by part and supplier to ensure appropriate economies of scale uSupplier performance analysis should be used to build a portfolio of suppliers with complementary strengths –Cheaper but lower performing suppliers should be used to supply base demand –Higher performing but more expensive suppliers should be used to buffer against variation in demand and supply from the other source

20. © 2007 Pearson Education 13-20 Making Sourcing Decisions in Practice uUse multifunction teams uEnsure appropriate coordination across regions and business units uAlways evaluate the total cost of ownership uBuild long-term relationships with key suppliers

21. © 2007 Pearson Education 13-21 Summary of Learning Objectives uWhat is the role of sourcing in a supply chain? uWhat dimensions of supplier performance affect total cost? uWhat is the effect of supply contracts on supplier performance and information distortion? uWhat are different categories of purchased products and services? What is the desired focus for procurement for each of these categories?